When you think about your career 5–10 years from now, what do you envision? Are you partnering with top-tier companies on high-stakes work, or serving a broad base of local clients? Are you traveling the world or home for family dinners? Whatever your goals, your path will be strongest when it reflects your authentic self and plays to your natural strengths.

Key Performance Indicators (KPIs) are essential tools that accounting firms can leverage to measure their performance, track progress, and drive success. By regularly assessing and analyzing the right KPIs, firms can gain valuable insights into their financial health, operational efficiency, client satisfaction, and overall business growth. In this article, we will explore the top KPIs that accounting firms should prioritize to unlock their full potential and achieve long-term success.

Referrals are one of the most effective ways to generate new business leads. When someone refers you to a potential customer, they are essentially vouching for your credibility and expertise. But building a strong network of referral sources takes time and effort. In this article, we’ll share four tips to help you build better business referral sources.

As a seller-doer, finding high-value leads is crucial to your career growth and the success of your firm. High-value prospects are those who are most likely to convert and become long-term clients.  Finding these prospects can be challenging, especially if you don’t know where to start. The following are some proven strategies for identifying high-value leads and converting them into loyal clients.

If you’re a seller-doer, you know that generating business development leads is essential to growing your book of business and the firm. However, not all sales leads are created equal, and it’s important to understand the difference between good and bad leads.

How do you strike a proper balance between doing existing work and bringing in guaranteed revenues versus venturing into your network to pursue opportunities that may or may not work out The key is to know when to economize and when to promote.

Law firms are adopting new practices and platforms at a heightened rate to remain competitive. Legal careers are becoming more tech-focused, and there’s a benefit to all this: useful metrics are easier than ever to come by.

There have been recent reports on a ghosting trend in the legal industry, both large law firms being ghosted by legal department clients and in-house lawyers being ghosted by recruiters. With Halloween quickly approaching, we thought it would be an apt time to address the former.   

We recently presented the webinar “Calibrating BD Strategies to the Economy,” where we discussed what firms can learn from the last economic slowdown and the past two years and how can we apply those lessons to 2023, especially as marketing and business development leaders work through the budgeting process.  

In our most recent State of CRM in Professional Services Firms industry study, we learned that 40% of marketing and business development professionals cite seller-doers’ lack of skills as a top business development challenge. We also learned that 38% of professional service firms provide business development coaching by internal managers and 54% by external coaches. 

Most people in professional services have referral sources but managing those relationships can be like herding cats. Instead of the inefficient, laborious traditional approach, try setting up a curated referral group made up of proven referral sources.

With markets softening, it’s very likely that client demand will weaken in the coming months. So, many firms are turning their attention back to business development.